how to optimize your relationship and sales strategy with worldwide sales craig caron, executive...

How to Optimize Your Relationship and Sales Strategy with Worldwide Sales

Craig Caron, Executive Director, HWS CorporateKim Napolitano, Managing Director, HWS Association

BREAKOUT AGENDA

• Corporate VMT Review• Corporate Market Trends and Opportunities• Association VMT Review• Association Market Trends and Opportunities• Alignment of Luxury, Intermediary and International Teams• Preferred Agreements, Inception To Fruition• Your Feedback, Successes and Roadblocks

HWS Corporate team

Pharmaceutical/Health Key accts.

Julie HillsMDOS

Tiffany WebsterSales Manager

Cons./Manuf./Key

Rosalie BatistaSr. DOS - Int’l. Outbound

Technology

Lori KoesterDOS

Joyce LoomisDOS

Diana McClureDOS

Trish EspugaDOS

Angelo GiammancoDOS

Kristie DenboDOS

Claudia RudkinsDOS

Karen CiccarelliPartnership

Claudia;Trish E.Gloria Carmona

PartnershipDiane; Claudia (CBI/ J&J)

Esmerelda SzymanskiPartnership

Angelo; Justine (Pharma.)

Jenny ParkPartnership

Joyce; Kristie; Trish (Nestle)

Heather ShatzDOS

Kelsi DartSr. DOS

Lexie EllingwoodDOS

Patty GonzalezPartnership

Kelsi; Marie

Craig CaronExecutive Director

Professional/Financial Services

Consumer/Manuf.

Francine CobbDOS

Kerri JackoDOS

Susan MaranoDOS

Cathy DiemDOS

Kristen OliverPartnership

Kerri

Jon ClarkDOS

John EtzelPartnershipLori; Mary

Judy SirchiaDOS - Int’l. Outbound

Marie PesceDOS

Athena QuallsSales Manager

Pharma./ Technology

Janet WilliamsPartnership

Heather; Holly; Lexie

Amy VlachosPartnership

Francine; Susan

Judy SirchiaDOS - Int'l. Outbound

Joan PhillipsDOS - Int'l. Outbound

Holly Lieberman DOS

Mary Cushen DOS

1.Supports Tony Bernatovicz – Leisure.

DOSSr. DOS

Partnership

Sales Mgr.

Admin. Admin.(1/2)

©2014 Hilton Worldwide Confidential and Proprietary

Lina NunnoCatherine; Trish E.

Gawana StokesAthena; Diana

Julie O'Connell 1

Jessica;Tony

Stamatoula Mamakos Angela; Tiffany

TBAMarie; Susan

Paula HicksDonna; Joyce; Kerri

Kathy LewisJustine; Lori; Francine

Tanise ShuHolly; Kristie

Alice ContradesJon; Kelsi; Heather

TBALexie; Angelo

Lissette TruebaClaudia; Mary

Lourdes VelazquezOffice Admin.

Craig; Julie

Justine TeatsDOS – Pharma./ Technology

Christie ComptonSales Mgr.

Int’l. Outbound

Jessica ColmenaresDOS

Donna RiciglianoDOS

Susan SalazarPartnership

Jon


Cathy


Justine (Tech.); Marie (Siemens/Schneider)

Tiffany WebsterSales Manager

Cons/Manuf./Key

Angela CaseSales Manager

Financial/ Insurance/ Key

Consumer/Manufacturing

Brand 2015 2014 Variance 2015 2014 Variance 2015 2014 VarianceCurio Collection 95 - - 124,379 - - 29,225,430$ -Doubletree 498 355 40% 161,092 199,959 -19% 21,788,717$ 19,300,986$ 13%Embassy Suites 297 168 77% 39,534 136,686 -71% 5,977,252$ 14,630,458$ -59%Hilton 2,505 2,117 18% 2,283,117 2,265,815 1% 439,729,965$ 408,564,200$ 8%Hilton International 7 4 75% 3,178 736 332% 417,034$ 122,264$ 241%WA Collection 226 211 7% 255,755 209,302 22% 55,587,578$ 45,740,794$ 22%Grand Total 3,628 2,855 27% 2,867,055 2,812,498 2% 552,725,977$ 488,358,704$ 13%

Gross Opportunities Opportunity Rooms Opportunity Revenue

Financial/Insurance

Brand 2015 2014 Variance 2015 2014 Variance 2015 2014 VarianceCurio Collection 52 - - 71,708 - - 18,536,441$ -$ -Doubletree 288 205 40% 122,508 96,219 27% 16,971,768$ 10,566,409$ 61%Embassy Suites 146 91 60% 53,588 60,283 -11% 7,215,468$ 6,304,206$ 14%Hilton 1,722 1,395 23% 1,724,401 1,262,691 37% 336,194,066$ 229,063,455$ 47%Hilton International 4 1 300% 5,037 1,949 158% 1,169,636$ 426,831$ 174%WA Collection 124 123 1% 137,048 135,970 1% 30,561,830$ 27,021,384$ 13%Grand Total 2,336 1,815 29% 2,114,290 1,557,112 36% 410,649,209$ 273,382,284$ 50%


Technology

Brand 2015 2014 Variance 2015 2014 Variance 2015 2014 VarianceCurio Collection 115 - - 227,179 - - 49,338,178$ -$ -Doubletree 438 411 7% 415,944 374,526 11% 53,858,949$ 41,926,420$ 28%Embassy Suites 324 253 28% 497,579 100,885 393% 58,128,804$ 11,426,421$ 409%Hilton 2,681 2,386 12% 2,931,733 2,633,539 11% 561,418,672$ 491,214,941$ 14%Hilton International 14 4 250% 13,211 6,689 98% 2,255,270$ 1,662,853$ 36%WA Collection 330 295 12% 410,373 323,701 27% 87,555,405$ 71,867,174$ 22%Grand Total 3,902 3,349 17% 4,496,019 3,439,340 31% 812,555,277$ 618,097,809$ 31%


HWS Association teamKim Napolitano

MDOS

Cultural

Courtney EisonDOS

Technology

Rocco LaForgiaDOS

Gov’t.

Amanda DentonDOS

Relig.

Sandra SchutropDOS

Unions

Christian JonesDOS

SEF

Dorothy CapsonDOS

Carnita ChopinDOS

Sally HectorDOS

F&B

Gina FarrisDOS

David Giger 1 Sr. DOS

Assoc. Key

Adria ManuelDOS

Ronnette PhillipsDOS

Mike GibsonDOS

Chris BoleyDOS

Brad SimmonsSales Manager

Health

Julie McWherterDOS

Karlene ReedDOS

Amy SilbertDOS

Sports

Mike HillSr. DOS

Hank PivarnikDOS

Jennifer EmersonSales Manager

Ashely EubanksDOS

LaSonya WhittCarnita; Julie; Matthew

Sheila EvansDOS

Shamillian MathisPartnership

Amanda

Faye FarzinPartnership

Hank

Nicole CrawfordPartnership

Christian; Gina

Barbara CheekPartnership

Jerry; Joni; Gail; Matt; Mike

Sonja CoatesPartnership

Carnita; Carol; Dorothy; Sally

Christie ComptonSales Manager

Int’l. Outbound (Assoc. – Cultural/ Relig./ Tech./ Gov’t./ SEF/ Sports; AMC)

Jeanne DeesDOS

Int’l. Outbound (Assoc. – Key/ Health/ F&B/ Unions; AMC)

Kristy HugginsSales Manager

1.Reports to Larry Luteran – SVP.

Debbie ShepardSales Manager

Rachael MartinezSr. DOS

Alexandra AebiPartnership

Mike H.-5 Key Acts.

Sonja CoatesPartnership

Adria; Rachael

DOSSr. DOS

Partnership

Sales Mgr.

Admin.

Mary GigerExecutive Director

Rebecca RicoOffice Admin.

Mary; Kim

Alicia CohensAdria; Ronnette; Sheila

Crystal WoodardKarlene; Rocco

Katy MuellerAnnie; Chris B.; Sandra

Tiffany WattersHank; Mike H.

Elaine ReidChristian; David

Jessica McGillGail; Mike G.; Rachel

Chanel SmithAmanda; Courtney

Mioara TacuDebbie; Jennifer; Kayce


Barbara CheekPartnership

Amanda-4 Key Acts.

Shamillian MathisPartnership

Courtney; Ronnette; Sandra

Jessica SnappPartnership

Rocco

Nicole CrawfordPartnership

Mike H.

Matthew StumpfDOS

Porschia AndersonDorothy; Sally

Mary LongAmy; Joni; Gina

Joni OppermanDOS

Annie GoffSales Manager

Peter MarhoeferPartnership

Hank; Mike H.

Jessica SnappPartnership

Amy, David, Julie, Karlene, Sheila

Association segment: What you should know

•Meetings are a way to serve and grow membership base •Do homework on the association’s mission•Education, certification, legislative, etc.•Values concessions which impact master account charges•Housing and attrition awareness•Master account rebates for transportation especially for citywides•Groups of all sizes, midsized meetings planned within 12-18 months!•Multi year groups are popular •Sports market is HOT!!!

How to work the association segment

• 72% short-term / 31% of revenue

• 28% future-term/ 69% of revenue

Government

Brand 2015 2014 Variance 2015 2014 Variance 2015 2014 VarianceCurio Collection 2 - - 2,406 - - 816,810$ -$ -Doubletree 401 277 45% 261,933 196,484 33% 36,257,343$ 69,934,834$ -48%Embassy Suites 236 153 54% 135,968 103,913 31% 17,811,321$ 53,486,442$ -67%Hilton Hotel 699 544 28% 654,973 553,272 18% 103,184,555$ 164,237,599$ -37%WA Collection 21 23 -9% 24,164 21,119 14% 4,696,274$ 4,076,720$ 15%Grand Total 1,359 997 36% 1,079,444 874,788 23% 162,766,303$ 291,735,594$ -44%


Medical / Healthcare

Brand 2015 2014 Variance 2015 2014 Variance 2015 2014 VarianceCurio Collection 38 - - 67,988 - - 16,766,826$ -$ -Doubletree 381 169 125% 539,880 460,748 17% 80,248,022$ 66,985,305$ 20%Embassy Suites 197 107 84% 366,247 392,660 -7% 54,283,845$ 45,118,313$ 20%Hilton Hotel 1,349 618 118% 2,439,792 1,041,099 134% 460,096,019$ 295,767,899$ 56%WA Collection 87 43 102% 101,820 45,897 122% 29,128,109$ 18,757,519$ 55%Grand Total 2,052 937 119% 3,515,727 1,940,404 81% 640,522,820$ 426,629,035$ 50%

Opportunity RevenueGross Opportunities Opportunity Rooms

Scientific / Technology

Brand 2015 2014 Variance 2015 2014 Variance 2015 2014 VarianceCurio Collection 9 - - 16,910 - - 3,646,645$ -$ -Doubletree 98 14 600% 164,588 13,197 1147% 21,335,478$ 6,579,611$ 224%Embassy Suites 63 10 530% 157,773 19,309 717% 19,939,305$ 2,122,897$ 839%Hilton Hotel 210 119 76% 355,063 181,896 95% 62,893,382$ 52,836,116$ 19%WA Collection 14 7 100% 21,028 11,185 88% 5,865,696$ 2,842,183$ 106%Grand Total 394 150 163% 715,362 225,587 217% 113,680,506$ 64,380,807$ 77%


Social, Education & Fraternal

Brand 2015 2014 Variance 2015 2014 Variance 2015 2014 VarianceCurio Collection 15 - - 18,044 - - 4,797,986$ -$ -Doubletree 244 237 3% 234,598 164,648 42% 34,916,501$ 39,629,898$ -12%Embassy Suites 178 168 6% 184,238 97,863 88% 24,149,779$ 19,367,679$ 25%Hilton Hotel 824 635 30% 1,226,654 813,028 51% 228,318,162$ 170,239,242$ 34%WA Collection 26 25 4% 30,639 16,113 90% 6,366,032$ 5,795,953$ 10%Grand Total 1,287 1,065 21% 1,694,173 1,091,652 55% 298,548,459$ 235,032,772$ 27%


HWS Intermediary teamLisa Maggiore

Executive Director

April SmithSales Analyst

Lauren CorwinDOS

Kim SmithSr. DOS

Andrea GrassiDOS

Ulrich BaumeisterDOS

Rick NelsonSr. DOS

Kendahl RasnickDOS

Mari DarleyDOS

Christian WilkinsPartnership

Dina HumphreyPartnership

Aja BradfordPartnership

Corey ShindlerPartnership

Maggie BrownPartnership

Katie YiunPartnership

HB CD HPN EXP

Dwayne OliverPartnership

Note: 3P (Third Party Accounts); AMC (Association Management Center); CD (ConferenceDirect); EXP (Experient); HB (HelmsBriscoe); HPN (Hospitality Performance Network).

Partnership support for HB/CD is currently 40-300 peak room nights; 10-200 peak room nights for HPN/EXP; 100 peak room nights for all else.

Pref. Partnership IncentivesFull service 3P

Bob CarrSr. DOS

Preferred Partnership Accounts

Christie ComptonSales Mgr.

Int’l. Outbound

Jeanne DeesDOS - Int’l. Outbound AMC; HB; CD

Debby AshleyOffice Admin.

Lisa; Rick; Christine Dena ThomasJillian; Lauren

Rachel GorinAndrea; Kimberly; Mari

Jennifer HookerBob; Kendahl; Linda; Ulrich

DOSSr. DOS

Partnership

Sales Mgr.

Admin.

Joan PhillipsDOS - Int’l. Outbound 3P; non-HB; non-CD

Jillian CorbetsSales Manager


BCDM&I; Maritz

Linda HiltonSr. DOS

Christine FlemingSales Manager

Christian WilkinsPartnership

Ulrich

Bob CarrSr. DOS

Linda HiltonSr. DOS

Kendahl RasnickDOS

Rick NelsonSr. DOS

Kim SmithSr. DOS

Jennifer ArguelloPartnership

Andrea; Bob (Travel Planners); Kendahl (Mtg. Link/ ITA); Lauren

Rachel GorinPartnershipKim; Mari

Skylar JarvisInt’l. Partnership

AMC

HWS Luxury teamAnnette Dhein

VP

Karen McConvilleDOS

Claudine JelierDOS

Leslie McGregorDOS

Janet Ziegler HaganDOS

Cathy ReynoldsDOS

Dean AltvaterDOS

Cheryl JamesDOS

Laura BurkeDOS

John JeffreyDOS

John PunzenbergerDOS

Erin ReichertDOS

Key Accounts

Jerrod GoffSales Manager

Taylor WrightPartnership

Cheryl; Claudine; Janet; John J.; Karen; Laura; Leslie

DOSSr. DOS

Partnership

Sales Mgr.

Admin.

Michelle Thomas1

Office Admin.Lesley; Linda; John J.

1. Office Administrator for the Los Angeles, CA. office; administrative support to Linda Hilton - Intermediary, supports and reports to Lesley Brasesco .

Admin.(1/2)

Kim ThomssenCheryl; Janet; Leslie

Leigh MuhneyOffice Admin.

Annette

June ThompsonCathy; Dean

Diane WrightClaudine; Jerrod; Karen

Erika ReyesErin; John P; Laura


Catherine RosalesPartnership

Cathy; Erin; John; Dean

Hilton Direct teamTBA

Executive Director

David Vespucci

Marissa Dean Munira Shalwani

April Stewart Roel Cruz

TBD

Melissa Knight

Shay Tabera

Crina Popescu

Barbara Cheek Key Accts./ Gov’t./

Healthcare

Jessica SnappHealthcare/ Tech.

Faye FarzinSports

Nicole Crawford F&B/Unions/ Sports

Shamillian Mathis Gov’t/ Cultural/ Relig.

Kristen OliverProf./ Financial Svcs.

Alexandra Aebi Sports

Patty GonzalezTech./ Cons./ Manuf.

Karen CiccarelliPharma./Health

Rachel Gorin Inc./ 3Ps

Gloria CarmonaPharma./Health

Sonja Coates SEF

Amy VlachosProf./ Financial Svcs.

John EtzelCons./ Manuf.

Esmerelda SzymanskiPharma./Health

Dina HumphreyHB

Susan SalazarKey Accts.

Aja BradfordHB

Corey ShindlerHPN

Jenny ParkKey Accts.

Peter MarhoeferSports

Maggie Brown EXP

Katie Yiun HB

Jennifer ArguelloHB

Dwayne OliverCD/ Full Service 3P

Robert FensterInbound

Liz Brewton Partnership: 3P/ Int’l./ Luxury

Janet WilliamsTech./ Cons./ Manuf.

Taylor WrightLuxury

Admin.

Sales Representative

Sales Analyst

Association

Note: Inc. (Incentive)

Shirley TwineCorp/Luxury

Donnetta BowensAssoc/CorpNema Farzin

Office Admin.Diane; Liz; Robert

Brittany Jackson Intermediary/Assoc

Maria KharlovInbound; Receptionist

Marty Zeerino PedrozaIntermediary

Sharon GomezAssoc./ Corp.

Jana SamAssoc./Corp.

Catherine RosalesLuxury/ Corp.-Financial

Diane KaminksiPartnership: Assoc./ Corp.


Corporate

HWS Canada, Latin America,& International Sales TeamVito Curalli

Executive Director

Latin America US ISOCanada

Note: Partnership supports at 50 peak room nights or less.

Christina TorresJudy; Joan, Skylar

Monica CrawfurdDOS

Javier AguilarManager

Miguel HernandezDOS

Sandra McCauslandDOS

Silvina TrogoloManager

Ricardo SantosManager

Mary-Frances GingrasDOS

Carol LyleManager

Susan Lanc DOS

Teresa ReisManager

Rosanna SpinaManager

Christie ComptonSales Manager

3P; Assoc.

Rosalie BatistaSr. DOSCorp.

Jeanne DeesDOS

3P; Assoc.

Joan PhillipsDOS

3P; Corp.

Judy SirchiaDOSCorp.

DOSSr. DOS

Sales SpecialistSales Mgr. Admin.

Manager

Xiomara AtencioJavier; Gonzalo; Monica; Ricardo

Sharon Bolton Carol; Mary-Frances; Teresa

Larissa DelazariAlessandra; Bruno; Guilherme;

Rafaela; BTS Support

Manuela CroitoruChristie; Rosalie

Edna Rozo Miguel; Sandra; Silvina

Ellen BuchananJeanne; Rosanna; Susan

Shelley SantosOffice Manager

Vito

Gonzalo LedesmaManager


Alessandra RanieriManager

Bruno RibasManager

Rafaela Macedo

Manager

Skylar JarvisInternational Sales Specialist

Guilherme MoreiraMDOS

HWS Regional Accounts

Aarica AlexanderRegional Sales Executive

West

Patty StevensAssociation and Corporate

Regional Accounts Team Lead

Lisa KuehlerRegional Sales Executive

Southeast

Donna KelleyRegional Sales ExecutiveMid-Atlantic/ Midwest


Sasha PrinceRegional Sales Executive

Northeast

Barb ThavisRegional Sales Executive

Midwest

James AughtmanRegional Sales Executive

Southeast

2015

Umbrella and Preferred Agreements

Key Preferred and Umbrella Agreements• Amgen• Boehringer Ingelheim• Daiichi-Sankyo• Deloitte Services• GE• Genentech• JPMorgan Chase• Nestle• Novartis• PWC• State Farm• Wells Fargo• Cisco• Ernst & Young• BMS

• HWS Best Practices and Roadblocks!

• We can only truly succeed TOGETHER!

HWS Best Practices & Strong Points

• Site Support and VIP Client Interaction• VMT Strategy Calls• Negotiation Assistance• Active Engagement in the Closing Process• Assistance with Difficult Clients• HWS Special Events

HWS Need Areas and Road Blocks

• Lack of Response/Updates on Business• HD Follow-up and Interaction• Too Many HWS Involved; Account Owner, Luxury, 3P,

International• Lack of Lead Information/System Limitations• How to Communicate Hotel’s Needs, 1 of 4,300 Hotels• Feeling of Representing Customers Only

Thank You

how to optimize your relationship and sales strategy with worldwide sales craig caron, executive...

Documents

outbound joan phillipsdos

hws corporatekim napolitano

worldwide sales craig

sales strategy

amanda dentondosrelig

fruitionyour feedback

tony bernatovicz leisure

keyrosalie batistasr